For each How many units is this
person in our Which account is this opportunity LIKELY to Based on how long the sales
team opportunity with? book/sale? contract would be for…
Sales
Team
Member Account Name Units/month Contract Terms
Pieces per box X Number Number of months in the
Formula
Details and of days contract
Notes
Joe Smith Company A 4,000 12
Adam McFarlan Company B 5,050 24
Cory Jones Company C 4,300 15
Indiana Tucker Company D 6,034 24
Now, what is the weighted
…what are the sales that we How likely is the bookings forecast if we
could generate IF these units probability of give the higher likelihood
were sold each month in the What is our bookings win for this opportunties more weight
contract term? forecast? opportunity? in our forecast?
Price for all Units in 1 Closed/Won Weighted Bookings
mon Bookings Forecast
Price for units X Probability Forecast
Units * Price per Unit (unit = Contract Term Bookings Forecast *
box) (month) Close/Won Probability
Units * $5
$20,000 $240,000 0.65 $156,000
$25,250 $606,000 0.75 $454,500
$21,500 $322,500 0.9 $290,250
$30,170 $724,080 0.8 $579,264
Next Renewal
Expected Close Date Date
11/15/2018 12/15/2019
10/1/2018 10/1/2020
9/15/2018 12/15/2019
9/1/2018 9/1/2020
Key Seller Assumptions &
KPIs
How productive would # Opportunities Closed by Sales Person
this sales person be? (Annually) 24
How much revenue on
average would this
person generate per Avg PPU/mo $233
opportunity in a
month? Avg Units per Oppty 56
How long would each
contract be? Avg Contract Months/Oppty 10
What is the average
size of the opportunity
we can expect this
sales person to
generate? Avg Opportunity Size (Booking) $130,480
Sales Hiring Schedule
Projected Hire
Sales Employee Date 6/30/2025
When can we expect to Sales Person 1 7/3/2025 0
hire this person?
Sales Person 2 8/2/2025 0
Sales Person 3 9/1/2025 0
Seller Ramp
Assumption
3
When is the ramp time, Sales Productivity Schedule
or length of time a Projected Ramp
sales person needs to Date 6/30/2025
start generating leads Sales Person 1 10/31/2025 0
and bookings? Sales Person 2 11/30/2025 0
Sales Person 3 12/31/2025 0
Based on the ramp Projected Bookings per Sales
time and average size Person
of the opportunity,
6/30/2025
what are project
bookings we expect Sales Person 1 $0
this person to
generate?
Based on the ramp
time and average size
of the opportunity,
what are project
bookings we expect
this person to Sales Person 2 $0
generate? Sales Person 3 $0
Total Bookings $0
7/31/2025 8/31/2025 9/30/2025
1 1 1
0 1 1
0 0 1
7/31/2025 8/31/2025 9/30/2025 10/31/2025 11/30/2025 12/31/2025
0 0 0 1 1 1
0 0 0 0 1 1
0 0 0 0 0 1
7/31/2025 8/31/2025 9/30/2025 10/31/2025 11/30/2025 12/31/2025
$0 $0 $0 $260,960 $260,960 $260,960
$0 $0 $0 $0 $260,960 $260,960
$0 $0 $0 $0 $0 $260,960
$0 $0 $0 $260,960 $521,920 $782,880
1/31/2026 2/28/2026
1 1
1 1
1 1
1/31/2026 2/28/2026
$260,960 $260,960
$260,960 $260,960
$260,960 $260,960
$782,880 $782,880